The Sales Technology Podcast

Sahil Mansuri is a force of nature. Many years ago, Sahil and I shared a double-wide cubicle in the infant days of Glassdoor. I was struck by how intelligent and driven he was. He’s not one to follow the generally accepted dogma. He’s someone who gets things done with flare, massive creativity and hard work. Listen in as Sahil talks about how Sales Development Reps can improve their performance, w...

Calling and emailing prospects still works, but takes a lot of time, resources and skill. What are some alternative ways to break through the noise and reach busy decision makers? Especially at highly targeted accounts? Braydan Young and Nick Casale have figured out a way, and they’re using it drive massive success at Sendoso. On this week’s Sales Development Podcast learn how even on a tight budg...

Maria Pergolino has a list of accomplishments unmatched by many in our space. It’s a mile long and growing. If you haven’t met Maria or seen one of her many talks, you’re missing out. Now’s your chance. Tune in on this week’s Sales Development Podcast! Listen in on how one of the top minds in our field thinks about aligning Sales Development, Marketing, Field Events and other parts of the organiza...

What are the specific strategies and tactics to go from SDR to Account Executive? Many SDR’s are working overtime to move up in the organization, to start closing big deals and make some real money. But how do you make that happen? And as a Sales Development Manager, how do you motivate your SDRs and run a high performance team to create future Account Executives? Tune in this week to hear how Ada...

From US Army Ranger to Founder/CEO of a highly successful software company, Kyle Morris has seen it all. On this week's episode, hear about making that transition and being successful by relying on your own wits and strength. Kyle and I go deep in our discussion what makes a great Sales Development Rep and Manager, and how you can upgrade your standards to achieve excellence. It's time to change t...

Entrepreneurship is hip right now, but as anyone who’s started a business will tell you, it’s the not all sunshine and rainbows. A lot of success in entrepreneurship comes down to the very skills you learn as an SDR: being organized, building interest, prospecting and creating trusted relationships. Join my guest this week, Kayvon who took his sales skills and a lot courage, and went out on his ow...

What if you could materially improve the quality of your SDR’s relationships with prospects? Could you gain more agreement, more appointments and more sales pipeline? Amit Bendov and his team at Gong.io have set out to do just that. By using technology to improve those conversations, they’ve hit upon what could be the more important addition to the SDR tech stack since cadences. Listen in as we br...

This is one of my favorite interviews with one of my favorite people. Phill Keene runs the highly successful Real Sales Talk Podcast series with Sean Mitchell, as well as runs Sales at Costello. Phill is one of the top minds in Sales today someone who genuinely thinks deeply about pushing our practice forward. If you don’t know Phill, tune in and get to know this rising star in our industry. Becom...

What if you could actually use the data your Sales Development team was producing to really improve team performance? Everyone talks about it, very few people can actually do it. Fred Shilmover has made it his mission to get the data out in the open and USABLE to you and your team. Join us as we dive into how he thought about this problem and specifically set about to solve it with his team at Ins...

As the author of “Digital Body Language” and the Co-Founder of Eloqua, Steve Woods has been deeply studying online behavior for years. With his new venture, Nudge.ai, Steve and Co-Founder Paul Teshima are tackling how to harness the power of AI to create more human relationships. For hardcore networkers, it's an essential tool. Join Steve and I in a wide ranging conversation on how AI can help us...

If you’re in Sales Development and not following David Priemer, you’re missing out on one of the top minds in our industry. David is the VP of Sales at Influitive, https://www.linkedin.com/in/dpriemer/ and wrote an excellent blog post on Sales Development on Salesforce https://www.salesforce.com/quotable/articles/why-prospects-are-ignoring-your-outreach/ After reading this, I knew we had to have h...

Jason DeAmato has been through it all with regards to Sales and Entrepreneurship, and has taken the time to collect his thoughts and help us get better with The Pocket Guide for Sales Survival, a bestseller on Amazon. Learn from the best as Jason breaks down how to structure your Sales career, how to bounce back from difficult times and how to excel as a Sales professional. A must listen for SDRs,...

Kevin Dorsey lives by the principle espoused by the late Jim Rohn: “Formal Education will make you a living… Self Education will make you a fortune.” Over the course of his career, he’s taken 100% responsibility to own his results by going above and beyond on a daily basis to learn, grow and succeed. Listen in to gain the tips and tactics Kevin has used to harness the power self-discipline, focus...

Jeremy Leveille has achieved the goal of many SDR’s … moving up in the organization to role where he uses all he’s learned to go further in his career. But how did he do it? What kind of work ethic, collaboration and industry knowledge do you really need to stand out when it comes to promotions? What should SDR Managers look for in up and coming team members? Listen in to our conversation and figu...

Grit. What does it mean to you? As a Sales Development professional, it’s a word you hear a lot. But what does it actually look like in real life? Meet Rob Anderson, Outbound Sales Development Manager at Docebo. Rob personifies grit. We discuss how he worked his way up through the ranks of Sales Development through determination, hustle and good old fashioned hard work. From knockin on doors, to l...

Gabe Larsen may have the dream job of every Sales Development geek. As the VP of Insidesales.com Labs, Gabe runs a team of researchers and analysts trying to crack the code on what works in Sales Development today. On this podcast, we break down specifically, based on his research data set, what’s working now in Sales Development, and what doesn’t work anymore. Want to lead the pack? Listen to the...

STOP hatin' on SDRs and listen to this please! Trish Bertuzzi lays it down about the trend of SDR public shamings. Why Trish? She literally wrote the book on Sales Development. She’s a legend in our community and her book should be on the desk of every CEO before they proclaim "just smile and dial!" Do you care about appointments, pipeline and revenue? You need to check out her book, and work with...

Do you have a SDR Playbook collecting dust on a shelf or lost somewhere in Google Docs? Imagine a sports team trying to play without a playbook. Doesn’t happen. Who owns your SDR Playbook… marketing, product, sales? Everybody needs one to collect the product info, the winning scripts and the frameworks. But nobody seems to use it Steve Mayernick is on a mission to put your playbook into use with G...

Imagine if your entire company was a Sales Development program. Everyone focused on the same goals, objectives and game plan. The training, development and team culture built from the ground up around Sales Development… What could you learn and accomplish if everyone was working together as a team? Join us this week in my conversation with Brian Vital at Inside Sales Team. Brian could be living th...

The Sales Development Conference is an exclusive event for Sales Development leaders, bringing together VPs, Directors & Managers of Sales Development, along with Marketers, C-Level Execs, Owners, VC’s and SDRs (BDRs, LDRs, ADRs), for a day of learning and networking 100% focused on Sales Development, with the top minds in our industry. The Conference will be held at the Ritz-Carlton San Francisco...

Sports and Sales Development have a lot in common. The constant recruiting, the importance of constant training and coaching, the Darwinian process of failure and success. Few know this as well as Brandon Compher. From a sports and coaching background to a fast raising Sales Development Manager, Brandon uses his background to run a solid Sales Development program at ChannelAdvisor. Listen for his...

What if you could get a meeting with anyone? How would that change your career? Meet Stu Heinecke, author of "How to Get a Meeting with Anyone." Stu’s approach is the polar opposite of the old “spray and pray” lead gen model that’s getting SDR’s roasted on LinkedIn. It’s even more deliberate and targeted than Account-Based Sales Development. Introducing Contact Marketing. Dive in on this week’s Sa...

Every day, Sales Development professionals are striving to engage prospects and set quality sales appointments. However we get through a day, or week or month without any results, and can get into a downward spiral. You start getting negative and depressed. What if you could totally flip that around? What if each day was a learning experience, and your main goal was to collect as many rejections a...

Nick Ruiz is an inspirational figure. After doing very well in Real Estate prior to 2008, he went bust during the last bubble. However, instead of giving up and calling it a day, he figured out how to climb back up and achieve success a second time. So what can we learn? How do you keep going when you feel beat down? How do you stay motivated in the face of indifferent prospects, demanding bosses,...

We all have 24 hours per day. So why is it that some can be so successful and productive in the same time period, while others fall short? What’s major the distinction that leads to greater and greater success or increasing failure? One clue: your daily habits. Tom Corley did an extensive study on the wealthy and the poor, and noticed some shocking patterns. Tune in this week on The Sales Developm...